Articles Tagged with ''HVAC sales''

It seems our industry is becoming “commoditized,” and we are unintentional accomplices. We’re too comfortable swapping equipment and installing silver bullets while moving away from providing true comfort.

Contractors, dealers, and other customers are changing their attitudes toward the whole sales process. Further, process, industrial, and institutional customers, along with larger dealers, are growing harder to reach.

One of the biggest challenges I see with contractors is a failure to understand how our beliefs and expectations of the sales function impact our business success.

For the year ending December 2017, sales of HVACR equipment showed solid mid-single-digit growth. That is according to Air-Conditioning, Heating, and Refrigeration Institute (AHRI).

In the Dec. 4, 2017 issue of The NEWS, I discussed some common obstacles that customers present when offered a preventive maintenance agreement and solutions to overcome them. This week, let’s take a close look at how to design and market your service plans.

Reynolds boasts eight years of experience with Field Controls, most recently serving as director of OEM sales.

The biggest objection commercial HVAC sales consultants hear is: “We don’t have the money to the replace HVAC equipment.” But, thanks to recent tax law changes, profitable commercial businesses now have the financial ability to pay you to swap worn out HVAC equipment for better comfort, greater reliability, and lower energy bills.

I may be coming at this late in the game, but a recent article I read online opened my eyes to the whole digital coupon phenomenon. This is the use of the internet to offer deep discounted coupons and vouchers for products and services to a ton of potential customers.

In 2018, creativity should not be at the bottom of the list. However, sometimes it is impossible to find a better deal when there are simply no other options.